Ask questions and learn best practices about coaching in Gong.
- 20 Posts
- 57 Replies
Hello All, There are some really interesting possibilities with “ask Anything” as part of call spotlight. Outside of some of the obvious things, I am curious how people see this as a coaching tool or a way to prep prospects for the next call. I have been experimenting with questions like:what could (insert sellers name) done better on this call? what questions should the prospect come prepared with for the next meeting then sharing that info in a follow-up to really drive home the personalization and set the stage for the next call What else do you think? I would love to get thoughts from other sales leaders or sellers. Heck, anyone for that matter. How does Gong use this internally?
Thank you to everyone who joined us for our September Visioneer Community meetup last week! This month, Director of Sales Enablement @Courtney Tucci shared how she used Gong to build a coaching culture at Mirakl. Here are just a few of the best practices Courtney shared: Encourage your leaders to listen to 2-3 calls per week and leave public comments for their team members. This helps make Gong a safe space to learn and grow. Use Gong snippets to train your reps with real-life scenarios. At Mirakl, Courtney runs “What Would You Do” training sessions with the team to encourage ideal behaviors. Set up Streams in Slack for competitive mentions. This helps you quickly share learnings or patterns with your executives and your internal teams during QBRs or SKOs. Build trackers and use hashtags in Gong to enforce your methodology. The team at Mirakl uses MEDDPICC, so Courtney created MEDDPICC trackers to educate the field on qualifiers. Catch up on the recording above and let us know w
Seems like a simple question for a community and group like Gong…I want to take all (or some) of the calls of one of my top sellers, have them analyzed and model a sales script for me and the rest of the team.How can I do this? (with Gong and/or connected tools)Thanks :)
Front Line Managers (FLM) are simultaneously faced with three fundamental and interconnected challenges that they must manage in order to be successful. These challenges are improving individual rep performance while also creating consistency and efficiency on their teams. If these components are missing, the risk to FLMS are missing their quota, inconsistencies in forecasting accurately, and wasted cycles because of inefficiencies across the team. As a Gong partner at GTM Advisors, I help frontline managers like you uncover what’s really happening in your pipeline so that you can identify disconnects and make data-driven decisions to adjust your coaching strategy. Here are three tips for using Gong to improve performance and drive consistency across your team: Do a pulse check with “Deal Drivers” Oftentimes the answers to our issues lie in opportunities. To get a sense of where overarching problems might persist, go into “Drivers'' under Deals and ask yourself:Are we single threaded
Hi Visoneer’s Community, One of my favourite features in Gong for structured feedback at scale and peer to peer coaching is utilizing the scorecards. Here are factors I’ve incorporated into scorecards for Customer Success and EBRs. Executive attendance Call opening and setting an end goal Two way engagement throughout the EBR Diagnosed priorities and goals Strategic vs Tactical conversation Goal attainment and KPI review Are there any other factors you add to your scorecards to coach on EBRs in a structured manner?
Hi all!We’ve recently just set up scorecards for our teams. It would appear though that when a scorecard is completed, notifications are sent to a number of people. I can’t find anywhere to configure this so it just goes to the team leader and the call owner, for instance?
Hello! My Organization is using Smart Trackers to help track our Value conversations. We would love the ability for our leadership team to be notified when a call is flagged by the smart tracker, so we can audit calls containing our specific Value Outcomes vs Success Plan creation. Any help would be greatly appreciated!
Hi all,I’m trying to figure out a better way to track the way our SC’s position our solutions on their calls. The problem is that our SCs do not “own” the calls they participate in - the AE does. Because they do not “own” the call, Gong doesn’t seem to be able to track the topics and trackers that they trigger on their calls.Does anyone have any best practices on how they use Gong to measure Solution Consultant productivity and efficiency? Thank you!
I have a number of saved searches. (see attached). If I go to this list, and I want to see the criteria I have set for a specific search, how can I do so? The edit pencil allows me to change the name but I don’t see where I can update the specific filters for a given saved search. For example, I have a saved search for a specific tracker called “Good Question” and then that filter is also set for specific groups of people. If I want to add or remove a person and save the filter, how would I do so? It seems to me the only way I can do that is to delete it and rebuild it from scratch which can’t be right. Any insight is appreciated. Thanks!
My team (Solutions Engineering) are rarely the hosts of calls, but I’m looking to create a report (or a filter, or anything really) that showcases their calls without needing to cross-reference their calendars. Wondering if anyone has suggestions. We leverage sfdc as our CRM, perhaps there’s a way to create reports based on opportunity teams, and see them from there?
I want to put reps on teams to be able to measure achievements during a short-term sales competition.SO while a rep’s “permanent” team might be SMB1 or “Nick’s Team”, I want to add them to another team (envision calling it something like “Spring Training - Team 4”) in order to track a group of reps during this month’s sales contest. Can it be done?
Gong is the only tool you need to run your 1:1s. With all of the valuable, fact-based information that lives in Gong, managers have everything they need to facilitate impactful coaching opportunities with their reps. This is going to push many people’s Gong knowledge. If you have lived primarily in the Calls and Deals Tab you will now explore new application areas. This is a list of recommended Gong pages to use to run your 1:1s. FOCUS AREA WHERE IN GONG VALUE Upcoming Meetings ACTIVITY Tab View upcoming meetings Identify where you can help Instruct rep where to focus attention View meeting follow ups in same window Deal Status DEALS Tab Identify risk using warnings Understand next steps Use multiple boards (All, Outliers, Deals with Warnings etc.) Deal Risks TEAM Tab Deal Drivers Identify pipeline trouble spots Coaching Check-In TEAM Tab Coa
Hi Gong Community!Just loved:...And keen to learn from other Managers of managers re your weekly process with Gong- I currently have my coaches tag me when delivering feedback to the front line so I can also add insights and guidance (private message to the coach)I also have a weekly cadence with product marketing around moving the needle on key features across my portfolio, tracking mentions in Gong through to MOM performance. This has helped tremendously to inform new GTM initiatives / aligned talk track execution in my channels.- How do you engage / coach your leaders to get the most out of their teams in Gong?- What reports / metrics do you leverage / share back to your leadership pods and other stakeholders?- Do you find a weekly / monthly cadence helpful?- What Gong aggregate stats / trackers etc have you find particularly helpful in rollup reporting for your frontline managers?(Note: we are excited to be getting Salesforce connected shortly!)Cheers,Mike
The first 5 users who comment will receive a pair of Gong socks! Coaching has a HUGE impact on win rates, ramp times for new hires, and job satisfaction across your team. Gong has built-in tools to help you coach effectively and improve in each of these areas. Question for Sales managers: Which Gong approach are you currently using for coaching? Some ways we love to coach are: We use @mentions in the “Comments” section on calls to praise publicly. We use @mentions in the “Comments” section on calls to coach privately. We ask reps to send at least one call (good or bad) for review a few days before 1:1 meetings with their manager/coach using either the “Feedback” option on their call or by tagging their manager in a comment. We create folders in the Call Library for topics like skills and areas of improvement. We then add calls to them and make comments to guide users on key takeaways in those calls. We use Gong filters for alerts about calls that may require coaching. That
One area of focus for our sales team will be having them speak more more to value than feature dumping. Does anyone have any suggestions on how Gong can be leveraged to notify AE managers when value is discussed on calls proactively? Or said another way, what’s a good way to highlight AEs who spend time talking features vs value?Any help or ideas would be greatly appreciated.
The key to coaching is to promote critical thinking. I use two types of coaching to do this: top-down and bottom-up. Top-down coachingThis involves a manager or a higher up providing feedback to a rep, like listening to a call (or a snippet!) and leaving a coaching comment. It doesn't take a huge amount of time, but it moves the coaching needle forward.Bottom-up coachingThis is a more reflective process for reps. I have my team members provide feedback about one of their calls before I leave my own comments. I then schedule a follow-up call with that team member to review the call in depth, together. Pro tips: If you're an individual contributor, take charge of your own development by tagging your manager on calls with questions. What did I do well here? Where are my opportunities for improvement? Don't forget to provide your own feedback to those questions as a first step!If you're a manager, when you get tagged on a call, prioritize it and remember that it's a golden opportunity to
Feeling time crunched? If you don’t have time to search Gong calls, get your reps to surface them for you! There are two ways to do this using hashtags: Live note taker: When your rep is on a live web conference call, they can go to the Gong homepage, where they’ll see a Take notes button. They can open it to access a live note pad where they can take notes and drop in hashtags. So, for example, if your rep is on a discovery call, they can add #discovery to the note taker. You can search for that hashtag later on. Call commenting: When your reps listen to recorded Gong calls after the fact, they can also drop in #discovery. Then when you enter #discovery into the search bar at the top of a Gong page, you’ll see a list of everywhere it was used. If you hear an impressive track, add it to your Call Library so other reps can hear it. If you want this approach to succeed, decide exactly what you want tagged and choose a simple hashtag for it (e.g., #discovery, #objection, #pricing). Se
When we talk to sales leaders, it’s clear that they use Gong for deal forecasting, pipeline management, and COACHING. Coaching is a very high ROI activity, and it’s also what most sales organizations try to be great at. If you can up-level all your people, you're going to be a more successful organization. I do this by leveraging Gong’s Coaching Metrics panel. It’s a page you should get to know and play around in. You can start by going to the Team tab, then to the Coaching Metrics on the left-hand menu. That will give you a view of your frontline managers’ coaching activity. I use this to quickly get a sense of whether managers are fulfilling coaching expectations. Even if you’re not a sales director, this information can be relevant to you. When you have conversations with people across your GTM teams, talk about how to use Gong so they can get the most out of the platform. And it’s incredibly important to understand the platform if you ever have conversations around coaching! Help
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